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The annual CMI/MarketingProfs B2B Content Marketing Benchmarks study validates the move toward Content Marketing. Let’s look at the graph below from the study. However, the study shows they don’t know how to produce enough content. MORE

Understanding the Sales Force by Dave Kurlan If you conduct a Google search for Sales Excellence Studies you'll find more than 20,000 results. I'm sure that some of those results point to surveys that were conducted by others but either way, that's an awful lot of studies on sales excellence. MORE

Here are the biggest threats to the CSO in 2013. The consensus on Wall Street is a strong 2013. Note: If you study history, this fact alone should concern you. At SBI, we’ve seen very aggressive quotas and targets for 2013. 2013 is going to be tough year. MORE

There is now an updated 2013 SBI Research Review which you can sign up for here. But the time studies SBI has conducted have revealed more noble culprits (See Exhibit B). Analyze your time study results to pinpoint yours. MORE

Finally, I believe these challenges have also directly influenced the top business-to-business sales trends for 2013. Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers. MORE

Over the past two years, forty-six percent of study participants reported a shift from a field sales model to an inside sales model. More than twice as many study participants reported moving to an inside sales model. MORE

For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Since 2013 is coming to a fast close, I thought I would offer some of our most popular posts here, including the one that took the silver. The Stanford Study that just Might Help You Sell More. MORE

Sales leaders currently rank Sales Enablement as their number one requirement from Marketing, besting the need for more Demand Creation, Solution Marketing help and Channel Support in studies by SiriusDecisions. 2013 - The Year for Sales Enablement? MORE

Teaser: A new study conducted by the Incentive Federation confirms that the non-cash incentives market is thriving with 74 percent of U.S. A new study conducted by the Incentive Federation confirms that the non-cash incentives market is thriving with 74 percent of U.S. MORE

In a 2013study by IBM, 33% of CEO’s are out of touch with customers. 76% of executives want to know their customers better. The internet has forever changed how organizations engage with customers. The fact is that buyers complete 60% of the purchasing journey on their own. MORE

A NAVEX Global study found only 63% of employers had a social media policy. My colleague took his own informal poll on the floor of SHRM 2013. Social selling is a technique being adopted by many B2B sales organizations. MORE

The review presents findings from SBI’s market research in 2013. Perform a Time Optimization Study if you need to. My last blog discussed how to Make it Rain in Q4 and close the year strong. Today I have shifted the focus to next year. MORE

You can download the complete results from the IBM State of Marketing 2013 Global Survey. IBM’s study shows that companies who are considered “Top Marketers” enjoy 1.8 The post What is the State of Marketing in 2013 appeared first on Score More Sales. MORE

The Ultimate Contact Strategy provides a ready-to-use road map to rev up your sales process in 2013. And if history repeats, Sales leaders are undoubtedly spending a significant amount of time strategizing on how they’ll hit a bigger number in 2013. MORE

This case study is a great example f or those who think that Desire and Commitment are enough, for those who think that strong salespeople will succeed, even without Desire or Commitment, and for those who wonder how OMG''s Sales Candidate Assessments can be so predictive. MORE

Here’s one of my recent Harvard Business Review articles titled “TOP TEN SALES TRENDS FOR 2013.”. What are the top business-to-business sales trends for 2013? For 2013, it’s not only what you say, but equally important, how you say it. MORE

A February 2013 report by Aberdeen Research validates the impact of gamification. See below for links to case studies.) Read the case studies and watch the video demos of their solutions in action. Badgeville: Supercharge Your Sales Team case study. MORE

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for 2013. 4) How will the loss of this deal affect you making your number in 2013? There are a few key takeaways from the case study: A well defined sales process mapped to the buyer’s journey is crucial. MORE

Understanding the Sales Force by Dave Kurlan If you conduct a Google search for "sales excellence studies" , you'll find more than 20,000 results. I'm sure that some results point to surveys which were conducted by others, but either way, that's a lot of studies on sales excellence. MORE

c) Copyright 2013 Dave KurlanUnderstanding the Sales Force by Dave Kurlan The folks over at I KO Systems were nice enough to send me a collection of infographics that they call 66 Crazy Sales Figures. MORE

c) Copyright 2013 Dave Kurlan Understanding the Sales Force by Dave Kurlan I haven''t been completely transparent in some of my recent articles. I have continued to urge readers how important it is to sell using a consultative, buyer-focused methodology and a formal, structured sales process. This helps to shorten the sales cycle, increase closing percentages and most importantly, differentiate, allowing you to sell value instead of price. Well, at least that''s what I have been writing. MORE

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By participating, you will get our Social Selling Cheat Sheet to handle 2013’s Top Misconceptions of Social Selling. As the following BMW case study illustrates, Social Selling impacts the entire organization. Sales Operations leaders have seen the power of Social Selling. MORE

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To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% Sources: Gartner downgrades 2013global IT spending forecast on currency shifts Gartner says 2013 will be aBetter Year for IT Spending Growth? MORE

Case Study. You can view the full case study here.). Get a copy of the LinkedIn Sponsored Updates Guide by signing up free to review SBI’s 7th annual research study. I highly recommend signing-up to review SBI’s complete research study. MORE

IN 2011, the SEC published their landmark study on buyer behavior. The study found that B2B buyers completed 57% of their ‘buying journey’ before first contact with a sales rep. In 2013, the number has grown to 65%. MORE

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Also, the payments only apply to 2013 departures and must be for a minimum of seven days. This is a story of how a bad comp plan can ruin a sales force. In 2011, P&O Cruise lines cut is commission rate from 12% to 5%. The CEO was upset with the rampant discounting used by his sales team. MORE

c) Copyright 2013 Dave KurlanUnderstanding the Sales Force by Dave Kurlan The folks over at IKO Systems were nice enough to send me a collection of infographics which they call 66 Crazy Sales Figures. MORE

New Leads360 study identifies several characteristics of duplicate leads that show a higher likelihood of conversion than average. A recent Leads360 study set out to answer that question and help marketing and sales professionals better understand the value of duplicate leads. MORE

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Top Sales Books to Read in 2013. MORE

This site uses cookies to improve your experience. By viewing our content, you are accepting the use of cookies. To help us insure we adhere to various privacy regulations, please select your country of residence. If you do not select a country we will assume you are from the United States. View our privacy policy and terms of use.

Our case study is about a Sales VP Steve McKenzie. Social Selling is hot. We get requests to explain how sales reps use social to generate revenue. It seems all the focus is on your sales reps. But how does a Sales VP use social selling? How are you planning for Social in 2014?

for 2013. 4) How will the loss of this deal affect you making your number in 2013? There are a few key takeaways from the case study: A well defined sales process mapped to the buyer’s journey is crucial.

Understanding the Sales Force by Dave Kurlan If you conduct a Google search for Sales Excellence Studies you'll find more than 20,000 results. I'm sure that some of those results point to surveys that were conducted by others but either way, that's an awful lot of studies on sales excellence.

Understanding the Sales Force by Dave Kurlan If you conduct a Google search for "sales excellence studies" , you'll find more than 20,000 results. I'm sure that some results point to surveys which were conducted by others, but either way, that's a lot of studies on sales excellence.

During the interview, I was surprised to hear the biggest HR challenge for 2013. The sales force is tentative - 2013 will be a repeat of 2012. Study the trends in your customers’ buying habits. Talent management is a top priority for HR leaders who support sales organizations.

Here are the biggest threats to the CSO in 2013. The consensus on Wall Street is a strong 2013. Note: If you study history, this fact alone should concern you. At SBI, we’ve seen very aggressive quotas and targets for 2013. 2013 is going to be tough year.

Also, the payments only apply to 2013 departures and must be for a minimum of seven days. This is a story of how a bad comp plan can ruin a sales force. In 2011, P&O Cruise lines cut is commission rate from 12% to 5%. The CEO was upset with the rampant discounting used by his sales team.

You can download the complete results from the IBM State of Marketing 2013 Global Survey. IBM’s study shows that companies who are considered “Top Marketers” enjoy 1.8 The post What is the State of Marketing in 2013 appeared first on Score More Sales.

Here are the biggest threats to the CSO in 2013. The consensus on Wall Street is a strong 2013. Note: If you study history, this fact alone should concern you. At SBI, we’ve seen very aggressive quotas and targets for 2013. 2013 is going to be tough year.

Finally, I believe these challenges have also directly influenced the top business-to-business sales trends for 2013. Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers.

New Leads360 study identifies several characteristics of duplicate leads that show a higher likelihood of conversion than average. A recent Leads360 study set out to answer that question and help marketing and sales professionals better understand the value of duplicate leads.

c) Copyright 2013 Dave Kurlan Understanding the Sales Force by Dave Kurlan I haven''t been completely transparent in some of my recent articles. I have continued to urge readers how important it is to sell using a consultative, buyer-focused methodology and a formal, structured sales process. This helps to shorten the sales cycle, increase closing percentages and most importantly, differentiate, allowing you to sell value instead of price. Well, at least that''s what I have been writing.

Over the past two years, forty-six percent of study participants reported a shift from a field sales model to an inside sales model. More than twice as many study participants reported moving to an inside sales model.

Here’s one of my recent Harvard Business Review articles titled “TOP TEN SALES TRENDS FOR 2013.”. What are the top business-to-business sales trends for 2013? For 2013, it’s not only what you say, but equally important, how you say it.

Teaser: A new study conducted by the Incentive Federation confirms that the non-cash incentives market is thriving with 74 percent of U.S. A new study conducted by the Incentive Federation confirms that the non-cash incentives market is thriving with 74 percent of U.S.

For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Since 2013 is coming to a fast close, I thought I would offer some of our most popular posts here, including the one that took the silver. The Stanford Study that just Might Help You Sell More.

This case study is a great example f or those who think that Desire and Commitment are enough, for those who think that strong salespeople will succeed, even without Desire or Commitment, and for those who wonder how OMG''s Sales Candidate Assessments can be so predictive.

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Top Sales Books to Read in 2013.

Make a New Year’s resolution to build territories that are market-centric in 2013. Sales Time Studies are essential in capacity planning. We talked about his priorities for 2013. Without the customer, nothing happens.

Complete a Time Study. This is critical to the success of the study. The study told us this customer needed to reprioritize time in several different areas: Internal Email. Email me directly and I can assist you in setting up the time study and performing the analysis. 42% is the average amount of time a sales person spends engaging with a customer. selling time) This equals only 17 hours per week. We all know improving selling time should increase sales.

Sales leaders currently rank Sales Enablement as their number one requirement from Marketing, besting the need for more Demand Creation, Solution Marketing help and Channel Support in studies by SiriusDecisions. 2013 - The Year for Sales Enablement?

The Ultimate Contact Strategy provides a ready-to-use road map to rev up your sales process in 2013. And if history repeats, Sales leaders are undoubtedly spending a significant amount of time strategizing on how they’ll hit a bigger number in 2013.

A February 2013 report by Aberdeen Research validates the impact of gamification. See below for links to case studies.) Read the case studies and watch the video demos of their solutions in action. Badgeville: Supercharge Your Sales Team case study.

There is now an updated 2013 SBI Research Review which you can sign up for here. But the time studies SBI has conducted have revealed more noble culprits (See Exhibit B). Analyze your time study results to pinpoint yours.

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% Sources: Gartner downgrades 2013global IT spending forecast on currency shifts Gartner says 2013 will be aBetter Year for IT Spending Growth?

You’re completing 2013 and building your marketing strategy for 2014. Benefits (Social Business Communication case study) if executed correctly: Time or employee productivity (15%) – for sales this is huge.

By participating, you will get our Social Selling Cheat Sheet to handle 2013’s Top Misconceptions of Social Selling. As the following BMW case study illustrates, Social Selling impacts the entire organization. Sales Operations leaders have seen the power of Social Selling.

IN 2011, the SEC published their landmark study on buyer behavior. The study found that B2B buyers completed 57% of their ‘buying journey’ before first contact with a sales rep. In 2013, the number has grown to 65%.

In a 2013study by IBM, 33% of CEO’s are out of touch with customers. 76% of executives want to know their customers better. The internet has forever changed how organizations engage with customers. The fact is that buyers complete 60% of the purchasing journey on their own.

A NAVEX Global study found only 63% of employers had a social media policy. My colleague took his own informal poll on the floor of SHRM 2013. Social selling is a technique being adopted by many B2B sales organizations.

The review presents findings from SBI’s market research in 2013. Perform a Time Optimization Study if you need to. My last blog discussed how to Make it Rain in Q4 and close the year strong. Today I have shifted the focus to next year.

Case Study. You can view the full case study here.). Get a copy of the LinkedIn Sponsored Updates Guide by signing up free to review SBI’s 7th annual research study. I highly recommend signing-up to review SBI’s complete research study.